BUSINESS NEGOCIATION

BUSINESS NEGOCIATION

1. WHAT IS IT?

   • It is the process when two or more people come together to attempt to reach agreement on an issue.

2. TYPES OF NEGOCIATION:

   • Distributive (Win-Lose)
     • It is a competitive strategy in which one party gains only if the other party loses something. It is usually used to distribute fixed resources such as money, resources, assets, etc.
   • Integrative (Win-Win).
     • It is a negotiation strategy in which the involved parties work together to find a solution that satisfies the needs and concerns of each.
   • Benefits of win-win.
     • It is a negotiation style in which the interests of both parties are taken into consideration to end the discussion positively and gain maximum benefit.

3. FIVE NEGOTIATING STRATEGIES

   • 1- Competing.
   • 3- Avoiding.
   • 2- Accommodating.
   • 5- Collaborating.
   • 4- Compromising.

4. COMMON CONSTRAINTS.

   • Cognitive Disposition.
   • Cross- Cultural Negotiation.
   • Communication.
   • Multi- Party Negotiations.
   • Trust and Ethics.

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